01 h = negotiation = different culture different concept- 24

Negotiation: different culture different concept
Zulherry

Definition of negotiation varies from culture to culture
-There is no single pattern of negotiation
-Different character different style of negotiation
Indonesian concept of negotiation:
-Batak character
-Minang character
-Jawa character
-Makassar character
-Sunda character
-Aceh character

Chinese concept of negotiation:
-Mobile warfare
-joint quest (penyelidikan bersama)
-fundamentally different from that of people in the West
-negotiation activity has skyrocketed in China in recent years
-Result:
-frequently unsatisfactory

-(see: Guy Oliver Faure,at
http://www.springerlink.com/content/pv84750482082627/

US concept of negotiation
• Task oriented
• A goal to drive to a final agreement
• Quickly as possible

Japanese concept of negotiation
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The non task sounding
The task related exchange of information
Persuasion;
Concession and agreement

Arabian concept of negotiation

• Islamic dimension of negotiation
• Trust first;
• Personal relationship;

International negotiation
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Mapping of interest;
Shape the climate (recognizing current situation)
Respecting cultural differences
Building relationship with trust
Negotiator should or may enact as a
strategic leader (good leader are good
negotiators/mediators)

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See at:

• http://www.mediate.com

• http://www.mediate.com